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How to Find Customers ?
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Research is the primary tool for locating potential customers. Using research
to find new customers require significant skill and initiative such as locating
possible sources of information, exhaustive searching, compiling list,
verifying/ cross-checking each element in the list and finally contacting
listed entities.
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Larger companies employ dedicated research teams while smaller companies usually
outsource these tasks. A reliable and cost effective way to outsource this service
is Membership of infobanc.com
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Some of the channels for finding customers are:
- Trade Leads One of the most potent channels for discovering customers,
Trade lead (also known as RFQ or Request for Quotation) is a pre-sale activity
where buyer floats enquiry to locate possible suppliers.
Please click here for list of latest trade leads
- Import Records This is post-sale documentation that provides information
on completed sale transactions. The record of transaction is called Shipment Record .
Source of such information is usually Customs dept. of respective countries.
Extent of information revealed in a Shipment Record greatly varies from country to
country (US record reveals most, Indian and UK record least). For more information,
please visit Importer Search
- Agents / Distributors
This is a very useful channel for entering new markets or developing existing markets.
A good commercial agent based in your target market can take your business to new
heights as he/she knows the market, language, buyers and local culture. infobanc.com
has a well-developed section for
Agents and Distributors
- Trade Fairs
An extremely potent tool for contacting customers physically, and even securing orders.
However, its also the most expensive way of locating customers. You can find
more information on Trade fairs here . Here's a directory
of forthcoming trade fairs .
- Trade Directories / Yellowpages
Possibly the least effective way of finding potential buyers - trade directories
have lost out to more effective channels available in Internet. Major issues against
most printed trade directories are lack of accuracy and freshness of information.
However, special directories such as Directory of Members of an organization
could be valuable source of information.
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